An Occasional Riff

A few observations, often triggered from current and past engagements.

All of this is in your control. Adding new paying customers is hard work under the best of circumstances. Assumptions for the rate of customer adds are often the most ambitious, and unrealistic. This is especially true for emerging companies “learning as they go.” With few exceptions, every emerging company has struggled in some way […]

* Make conversations with prospects more persuasive and memorable. * Sellers often fall into the “speeds and feeds” trap. More common in fast-moving, emerging companies, this mistake slows building of healthy pipeline. The fact is prospects don’t care about you, your company, your product, your clients, or your investors. Emerging companies battle every minute of every day to […]

A growing cohort of forward-thinking CEOs in small to mid-sized companies are using interim leadership to fill key functions like sales, business development or marketing at critical junctures. In many respects, this trend began with interim CFO and CIO roles, which is now a commonly accepted best practice. As a result, CEOs and their Boards […]